Sales Representative

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Solutions Sales Executive

The Solutions Sales Executive (SSE) is responsible for selling a defined portfolio of solutions (for example Electronic Document Management / Robotic Process Automation plus more) for the Commercial and Enterprise market segments. The SSC will cultivate and expand existing client relationships by gaining sound understanding of clients’ business challenges and goals through conducting effective client engagements and build relationships at the senior level to set account and department strategy. The SSC is accountable for account retention and expansion, and management of the day-to-day sales activities. The SSC is also responsible for developing new business and strategic partnerships, and to execute on the new business strategy and acquire / close new business to meet revenue targets.

Duties and Responsibilities:

• Use core sales tools / resources: Salesforce (SFDC) (RCI assigned CRM solutions, LinkedIn, Power BI, Hoover, etc. to research and connect with customers and prospects to develop sales opportunities with current and potential Ricoh customers.
• Leverage CRM to enter/track all sales data and activities daily ensuring accuracy of Activities, Opportunities, Pipeline and Forecasts
• Meet the various KPIs for sales activities and provide daily, weekly, monthly, and quarterly reports to the Sales Manager / VP on activities and associated sales results.
• Introduce Ricoh to potential clients as a key strategic partner and solutions provider that can partner with them to solve their key business problems and meet relevant KPIs
• Understand customers’ challenges, business needs and opportunities then correlate this information back to Ricoh’s portfolio of product and services
• Drive profitable growth in assigned account(s) through valuable customer engagements, contract retention and expansion, and addition of solutions and services
• Proactively engage and align additional sales, operations and SME resources aligned to client initiatives
• Clearly articulates Ricoh’s position in the industry and value to the client, utilize RISE methodology and working sessions and Third Box Thinking concepts to drive the Customer Value Proposition
• Builds relationships inside the organization, account retention and expansion, and manage the day-to-day sales activities
• Independently drives customer engagements, meetings, and develops opportunities using SMEs and other skilled assets to position, propose and close deals
• Develops and presents proposals, products, and solutions in both one-on-one and group settings to customers
• Meet or exceed revenue and gross profit expectations
• Other duties as assigned by manager

Qualifications:

• Required : High School completion + College
• Preferred : Bachelor degree in Business or equivalent experience (4 yrs after College)
• Required: 5 - 7 years experience selling into large enterprise companies; B2B and/or professional services setting
• Preferred Industry Experience: Technology / Office Solutions
• Account Management experience
• Proven track record of sales success driving revenue through discovering, prospecting, and creating new business
• Minimum 5 yrs. experience in selling to a variety of accounts including Global, National, Major, and Industry Verticals.

Skills:

• Strong Leadership and strategic business management
• Outstanding consultative selling skills / needs based selling approach focusing on building a relationship with a customer or prospect
• Sound understanding of the solution design process
• Brings thought leadership to customer engagement
• Ability to manage conflict and effectively problem solve in a fast paced, high stress environment
• Excellent influencing and negotiation skills, coupled with tact and diplomacy
• Demonstrated ability to collaborate effectively with a distributed sales team
• Outstanding presentation skills with the ability to deliver engaging presentations and effective story telling skills.
• Demonstrated time management skills and the aptitude to manage numerous requests and time demands concurrently
• Proven ability to develop and maintain professional relationships with relevant stakeholders
• Ability to assess customer environments and situations and create strategies for extending, expanding core services throughout the customer enterprise
• Strong analytical skills and good working knowledge of MS suite of business applications, CRM Software (e.g. Salesforce), LinkedIn, and other business research tools.
• Ability to close deals and achieve revenue targets

Other:

• Requires a valid driver’s license and reliable transportation required (and auto insurance coverage per Ricoh’s policy)

Job Types: Full-time, Permanent

Benefits:

• Dental care
• Extended health care
• Paid time off
• RRSP match
• Vision care

Schedule:

• Monday to Friday

Licence/Certification:

• Driving Licence (required)